The third-party intermediary (TPI) is a key route to market for many energy suppliers, and provides invaluable guidance for energy consumers in a dynamic market. Rising wholesale prices in 2008 meant suppliers became increasingly cautious in their approach to the market, and the abundant levels of contracts that TPIs depended on reduced. Now the TPI is rising in importance once again.

Features and benefits

* The TPI market has changed significantly since 2008. This report looks at the changes to the TPI segment during this time, and to the future. * Summary details of the major TPIs active in the market, and an assessment of their penetration of both energy majors and the SME sector.

Highlights

The TPI market has undergone major changes since 2008, and the impact and reasons for this are covered in detail. Despite increased legislation and restrictions in the number of available products which TPIs can offer to consumers, the TPI market share has contracted by only a marginal amount, and shows every sign of a strong recovery.

Your key questions answered

* Which energy users make use of a TPI and why? * Which suppliers use TPIs to gain market share, and is this strategy consistent and successful?

Table of Contents : Executive Summary The intermediated market is fragmented, but used widely by the MEU sector The public sector is the main industry vertical that uses an intermediary in survey The use of intermediaries varies over time and in line with the economic outlook Price is the main reason why customers use an intermediary, but there are important other reasons too Online comparison sites are the biggest threat to conventional TPIs at the smaller end of the B2B market: TPIs need to promote their value-added expertise to remain competitive The market needs to adhere to a standardized code of conduct that promotes transparency when coupled with well-informed customers OVERVIEW Catalyst Summary Methodology WHAT IS THE INTERMEDIATED MARKET? The intermediated market is fragmented, but used widely by the major energy user sector WHAT SHARE OF THE MARKET GOES THROUGH AN INTERMEDIATED CHANNEL? The public sector is the main industry vertical that uses an intermediary in survey Major energy users Small and medium enterprises DYNAMICS OF THE INTERMEDIATED MARKET Supplier and customer factors drive intermediary use Factors that increase intermediary use by suppliers Factors that decrease intermediary use by suppliers The use of intermediaries varies over time and in line with the economic outlook Price is the main reason why customers use an intermediary, but there are important other reasons too The use of intermediaries does not affect customers overall satisfaction levels Intermediated contracts appear more prevalent among recent market entrant suppliers New entrant suppliers WHAT ARE THE OPPORTUNITIES AND THREATS FOR INTERMEDIARIES AND SUPPLIERS? Online comparison sites are the biggest threat to conventional TPIs, but are an opportunity for suppliers Suppliers and intermediaries need to ensure they are not competing on price alone HOW WILL THE MARKET PROGRESS? The market needs to adhere to a standardized code of conduct that promotes transparency when coupled with well-informed customers APPENDIX Definitions Methodology The B2B Energy Buyer Survey 2010 Telephone interviews Secondary sources Further reading Ask the analyst consulting Disclaimer

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